"I Already Have other Suppliers"
by Chris Muench
(Calgary, AB Canada)
I have a NEW position with an old company trying to build business late in the game. There are at least three other Suppliers in my region that HAVE been calling on everyone for the past 5 to 10 years... these companies are bigger, often faster and cheaper.
So many of the Customers have told me that they are VERY happy with their current supplier and are NOT the least bit interested in switching... sometimes they already have a list of first, second and third choices of Suppliers, and the best I could hope for is to be number four...
Am I just playing for the wrong team, or is there a strategy I can use here?